Negotiations Introduction Negotiation types Negotiation principles Negotiation support Automatic negotiation?

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Negotiation “definition” Negotiation is the process in which parties that perceive one or more incompatibilities between them, try to find a mutually acceptable solution.

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Negotiation science(?) „ „

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Symmetric prescriptive ⇒ game theory Symmetric descriptive ⇒ sociology, psychology, etc. Asymmetric perspective ⇒ management, decision theory, etc. External perspective ⇒ mediation

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Negotiations vs. auctions „

Auctions: „ „

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Meant to determine the value of product Work in market situations (more buyers and/or sellers) Well defined product Only information through bids Focused on outcome In principle no “log-rolling” (connections between bidders to raise or lower the price) No externalities expressed fd

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Negotiations vs. auctions „

Negotiations: „ „ „ „ „

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Can be used to create the value of product Work in situations with 1 buyer and seller Product might not be defined completely yet Preferences might not be clear before negotiation Information exchange is integral part of negotiation Process is important Relations between parties might be important Externalities and “log-rolling” possible fd

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Negotiations vs. bargaining „

Bargaining: „

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Single issue negotiation between two parties Usually bargaining is a zero-sum game Bargaining can be seen as part of negotiation

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Issues in disputes 1. 2. 3. 4. 5. 6. 7. 6/8/2004

Two or more parties? Are the parties monolithic? Is the game repetitive? Are there linkage effects? One or more issues? Is an agreement required? Is ratification required? fd

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Issues in disputes 8. 9.

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Are threats possible? Are there time constraints and/or costs? Are the contracts binding? Are the negotiations private or public? What are the group norms? Is third-party intervention possible? fd

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Types of negotiation „

Distributive negotiation „

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The pie is fixed and is divided among the parties ⇒ More suitable for using game-theoretical analysis

Integrative negotiation „

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Try to expand the pie that is divided in order to find new compromises fd

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(Distributive) negotiation phases 1. 2. 3. 4. 5. 6. 7. 6/8/2004

Determine the process Determine the issues Quantify the issues Determine preferences for packages Maximize the utility Get commitment/compromises Close the deal (secure commitment) fd

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Negotiation method: SOFT 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 6/8/2004

Participants are friends The goal is agreement Make concessions to cultivate friendship Be soft on people and problem Trust others Change your position easily Make offers Disclose your bottom line Accept one-sided losses to reach agreement Search for the answer they will accept Insist on agreement Try to avoid a contest of will Yield to pressure fd

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Negotiation method: HARD 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 6/8/2004

Participants are adversaries The goal is victory Demand concessions as a condition to friendship Be hard on people and problem Distrust others Dig in your position Make threats Mislead as to your bottom line Demand one-sided gains as a price for agreement Search for the agreement you will accept Insist on your position Try to win a contest of will Apply pressure fd

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Negotiation principles 1. 2. 3. 4. 5.

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Principled negotiation Separate the problem from the people Focus on interests not positions Invent options for mutual gain Use objective criteria

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Good outcomes? We walk away or an agreement 1.

Better than our BATNA (Best Alternative To a Negotiated Agreement)

2. 3. 4. 5.

Satisfies our interests well, theirs enough Is among the best of many options Is legitimate Involves commitments that are realistic and operational 6/8/2004

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Negotiation preparation 1.

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3. 4. 5. 6. 7.

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Alternatives, establish your BATNA and estimate theirs Interests, find out your interests, understand their current choices Legitimacy, find standards Options, develop options Commitments, which options can you commit to Communication, what do we want to learn Relationship, what kind of relationship do we want Systems, how do we negotiate 6/8/2004 fd 15

Negotiation support Example: smart-settle http://www.smartsettle.com/

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Automated negotiation „

Mainly about bargaining: „ „ „

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Single issue Two parties One-shot transactions

Research: multi-issue negotiation Open: finding/generating new options

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The Trade-off Algorithm

To be beneficial to the other the preference of the other must match the similarity function trade-offa(x,y) = arg maxz∈ iso (θ) {Sim(z,y)} y

y

a

? x

complexity ≈ kn X´ x

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